5 Amazing Ways Communication Through IT Can Affect Your Negotiation

1642081594 5 Amazing Ways Communication Through IT Can Affect Your Negotiation

IT tools have become an important part of business communication. You can negotiate sales negotiations, handle investor relations and conclude emergency contracts with suppliers without having to meet them face-to-face or leaving your office trading quickly and not so expensive.

However, does a lack of face-to-face interaction affect the outcomes of compromise? Let's try it out.

Reducing attention

A recent study by Polly found that over 90% of people are multitasking at meaningful meetings, for example, by checking emails or major news events. As a result, the outcome of the conversations is likely to suffer as participants do not focus entirely on the task at hand.

According to Arbitration Experts, in order to achieve the best result, you need to sharpen your communication skills especially listening, so that you can find out what the other side values ​​most. Once you determine what is needed on the other side, you can work out what you value less, but what is more important to them, so that you can exchange create meaningful value.

If you do not pay full attention, you may be missing these important indicators making it more difficult to build on the recommendation for best value exchange.

Outcomes are strongly influenced by the richness of the media

IT tools involve a variety of media, all of which differ in the extent to which they enable communication. Wealthier media tools allow a combination of verbal, text-based and non-verbal cues, providing a deeper communication experience.

For example, remote work platforms such as Skype or Zoom allow you to talk and see each other so that you can read face calls and loud body language. You can also use text to reinforce the main points.

Media tools with fewer options such as emails make communication experiences worse and leave room for more misunderstandings. For example, emails may be misinterpreted because you cannot hear the tone of voice or see the faces that accompany the message.

The richer the media, the greater the chance of a successful negotiation outcome.

However, it is important to note that no matter how rich the media format is, the lack of human - to - human interaction steals mediators at valuable depths in communication. For example, you cannot read the other person's body language or know who else is influencing the conversations behind the scenes.

Influencing empathic responses

Psychologist Dr. Helen Riess, author of The Empathy Effect, says screen-based interactions lack a lot of emotional activity that leads to brain stimuli and promotes empathy.

As a result, there is often a lower sympathetic response when people negotiate through IT tools that can promote a “win-win” view that negatively impacts the outcome.

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Why is empathy important? Empathy allows each side to see things from the other's point of view and conduct the conversations in a way that leaves both sides as winners.

Additionally, when you show empathy, you can create a warm feeling that makes the other person open up and share more information about what they want to get out of the affair.

With enough information, you can get to the heart of what the other side values ​​most so you can find out what you are willing to trade to get what you want, helping you prepare more value propositions. better.

When referees lack sympathy, they often play hard ball, which makes it more complicated if not impossible to achieve a winning result.

Reducing trust and building relationships

Several studies have found that electronic media leads to more impersonal communication, making it more difficult to build trust between negotiators. When the conversations are held face-to-face, the relationship is more natural because you can see the other person's whole body movement, posture, or nervous kicking.

You will also be able to shake hands which will help you to understand a lot about the other person's bargaining style. For instance:

  • Bone hand shaking can mean that a person is not very confident and is trying to convey the impression that they are in control.
  • A clean handshake can indicate that the other person is insecure.
  • Strong hand shaking usually indicates integrity.

Without these and strong interpersonal signals, it is usually more difficult to build smooth relationships that promote mutual trust, which can affect the outcomes of compromise.

However, the effect is not always negative.

Providing a table

On the bright side, IT tools provide written, audio or video recording of the conversations. You can use these records as evidence in the event of a dispute or mediation.

In contrast, face-to-face verbal consent disputes often come down to a case of your word against the other person if the contract is not terminated.

Having all the records can prevent unsuspecting people from bending the agreements according to their needs.

Additionally, when you have a real recording of the conversations, you can replay and listen to the conversations and look for more clarity when considering a decision about the outcome. You can also cross-examine facts in more detail.

Baseline: Communication through IT tools has the disadvantage of reducing attention, empathy and trust. However, it is advantageous to provide an accurate record of the conversations for future reference. Remember to choose media tools that provide richer communication experiences such as video conferencing for better compromise results.

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